Key Accounts Director

Mercia Group • Permanent • Remote (Birmingham, West Midlands, England, United Kingdom) • 4d ago

Key Accounts Director

Location: Home-based with UK travel
Salary: Package of £100k+ (including base salary, commission, and car allowance)
Contract Type: Full Time, Permanent
What We Can Offer You: 25 Days Annual Leave (Pro-Rata for Part-time and Fixed-Term Roles), Additional Holiday Purchase, Hybrid Working, Life Assurance, Vitality Private Healthcare, Subsidised Gym Memberships, Cycle to Work scheme, Discount Vouchers and Access to Wellbeing Resources

Why Do We Want You

Mercia Group (part of Wilmington plc) are looking for someone who knows how to build strong, lasting commercial relationships - and how to turn those relationships into meaningful, long term revenue.

You'll likely come from an accountancy or professional services background, or have significant experience selling into regulated sectors such as legal services, education or financial services. Either way, you're experienced in handling complex conversations and applying sound commercial judgement in environments where credibility matters.

You take a considered, consultative approach to sales. You invest time in understanding your clients, use insight to surface real challenges, and shape tailored, value-led propositions in response.

This is predominantly a key account role, with most of your focus on managing, retaining and growing existing relationships, alongside a meaningful expectation to actively identify, develop, and convert new business opportunities.

We’re looking for someone who can demonstrate success in both growing existing accounts and consistently winning new business, with a strong focus on building a sustainable pipeline.

If you're looking to take ownership of a high-value client portfolio and play a strategic role in Mercia’s continued growth - combining account management excellence with proven new business capability - we'd love to hear from you!

Please note: To complete your application, you will be redirected to Wilmington Plc’s career site.
At Wilmington Plc, we celebrate individuality and are committed to fostering an inclusive workplace.

As a Disability Confident employer, we shortlist all applicants who meet the essential role criteria and guarantee an interview for candidates with disabilities who meet these criteria. For reasonable adjustments or to apply under our interview guarantee scheme, please use the contact details provided once you have clicked “apply”!

Main Purpose of the Role:

In this role, you’ll take ownership of a portfolio of Mercia’s largest and most strategically important clients and partners. This includes leading accountancy firms, heads of groups and networks, as well as key industry partners such as software providers, training organisations and professional education bodies.

You’ll be responsible for maintaining and growing these relationships, taking a proactive approach to account management, spotting opportunities for expansion and ensuring long term client retention.

You’ll work closely with the Senior Leadership Team, alongside colleagues in sales and marketing, to support existing partnerships and develop new ones that align with Mercia’s wider growth plans.

Staying close to clients’ businesses, you'll provide insights, anticipate needs, and remain informed about changes in the accountancy industry to understand their impact on your portfolio.

Key Tasks and Responsibilities:

• Drive the growth and retention of revenue across your portfolio.
• Develop and leverage commercial and strategic partnerships to contribute to Mercia's wider growth strategy.
• Work closely with a designated Client Success Manager to ensure world-class service for strategic clients and partners.
• Build and maintain strategic B2B partnerships; demonstrate solution-selling expertise in regulated industries (accountancy, legal services, or education).
• Manage your time and workload efficiently to meet activity targets.
• Line manage and support a small team of Key Account Managers.
• Prioritise activity across your portfolio to maximise the potential and long-term value of each account.
• Negotiate commercially with clients, partners, and procurement teams to achieve mutually beneficial outcomes, consulting legal teams as necessary.
• Build and maintain a pipeline of opportunities that grows year on year.
• Collaborate with the product division on new solutions, pricing, and go-to-market materials.
• Support the wider sales team in commercial negotiations, proposals, and client contracting.
• Accurately capture and record client and partner interactions in Salesforce and other systems.
• Convert proposals into successful deals and track performance metrics (conversion rates, pipeline growth, revenue retention/win).
• Log client feedback, requests, and insights with the Product Department.

What’s the Best Thing About This Role

You will be at the heart of Mercia’s strategic growth, shaping partnerships with some of the biggest names in the accountancy profession while leading a small team and influencing the wider sales strategy.

What’s the Most Challenging Thing About This Role

Managing a high-value portfolio with multiple stakeholders and complex negotiations requires commercial agility, proactive problem-solving, and the ability to balance long-term strategy with day-to-day operational demands.

What We’re Looking For
To be successful in this role, you must:

• Proven experience selling solutions within a regulated environment, such as accountancy, professional education or training.
• Demonstrable experience managing a portfolio of high value key accounts - typically up to 30 clients - with a clear focus on retention, growth and long term value.
• Experience operating at senior leadership level, with the confidence to engage credibly with SLT, board level stakeholders and executive decision makers, both internally and externally.
• Previous experience in line managing and coaching a Key Accounts or senior sales team.
• A strong understanding of how to stay close to the commercial realities of the business, spotting opportunities for strategic partnerships and longer term growth.
• A positive, thoughtful and disciplined approach to sales, focused on understanding client needs and solving problems rather than transactional selling.
• A collaborative mindset and a willingness to share insight, best practice and experience with colleagues across the sales function.
• Flexibility to travel across the UK to meet clients and partners, with occasional travel further afield, and the ability to attend regular internal meetings in Leicester and London.

To be successful in this role, it would be great if you have:

• Previous sales experience in the accountancy industry.

We know it’s not a skill, but the successful candidate must have permission to work in the role’s location by the start of their employment.

About us

Mercia Group, part of Wilmington plc, a leading provider of information, education, and networking services. At Mercia, we support accountancy firms across the UK with high-quality training, content, and resources. By joining our team, you’ll be part of a forward-thinking business that values curiosity, collaboration, and continuous growth.

Join us and do Work That Means Something

At Wilmington plc, we help global customers to do the right business in the right way - providing trusted data, insights, and education to navigate the Governance, Risk and Compliance (GRC) landscape.

When you join us, you’ll not only make a real difference for our customers, you’ll also enjoy flexibility through hybrid working and benefit from a wide range of learning, career, and development opportunities.

Whether you're just starting out, returning to work after a break, or looking to take your next step, you’ll be doing work with meaning.

Join us and make a real difference. Click on “APPLY” today!